© faberNovel 2013 ••• 1
A SERIOUS STUDY.

This is not another “how-to” study about managing your digital ID, recruiting or growing your
profession...
THIS WORK WAS MADE FOR YOU TO SHARE, REUSE, REMIX, REWORK…
It is licensed under the Creative Commons BY-NC-SA license to a...
A SHORT WORD FROM STÉPHANE DISTINGUIN.

It’s the graph
economy, stupid ;)
Stéphane Distinguin
Founder and
CEO at faberNove...
LINKEDIN ISN’T JUST A SMALL ONLINE RESUME START-UP.
Net Revenue ($bn)

169

64

53
LINKEDIN IS
STILL SMALL…
5,5

1

© fabe...
IT’S THE FASTEST GROWING TALENT NETWORK.

2 new
members
every second

Members (in millions)

2003

2004

2005

Source: “Li...
NETWORKING ALL INDUSTRIES AND CONNECTING ALL FUNCTIONS.

Top 10 job functions
on LinkedIn

Top 10 industries
on LinkedIn
H...
WITH GLOBAL FOOTPRINT.

Source: LinkedIn

© faberNovel 2013 ••• 8
DID YOU KNOW THAT…?

79% of all users
are 35 years old
or older

The average age
of a LinkedIn user
is 41 years old

About...
We believe that

LINKEDIN IS AN
UNDERRATED TECH
GIANT THAT SITS ON
A HUGE OPPORTUNITY.

© faberNovel 2013 ••• 10
IN 2003, A BUNCH OF GUYS FROM PAYPAL AND SOCIAL.NET

THE FOUNDING FATHERS

Reid Hoffman
Founder and first CEO of LinkedIn
...
HAD A PRETTY SMART IDEA.

Connect the world’s
professionals to make them more
productive and successful.

© faberNovel 201...
THEY JUST SAID: “LET’S FOCUS ON PROFESSIONALS, THEY HAVE MORE VALUE”.

VOLUME BUSINESS
Small value customers

* Large volu...
THEY WERE RIGHT.
THE LITTLE GIANT…

…FOUND A SECRET
INGREDIENT

7
$16.4
LinkedIn generates
more dollars per hour
spent on ...
NOW, LINKEDIN IS 10.

Sequoia
invests $4,7m

Premium
Subscriptions
and “LinkedIn
Jobs” launched

Reid Hoffman launches
Lin...
IT’S WORTH $20BN.

Valuation multiples

17x Revenue
126x EBITDA

VS.

9x Revenue
38x EBITDA

Public
Company

5x Revenue
15...
IT IS THE BEST VALUED SOCIAL NETWORK OUT THERE.
Enterprise value / number of members
(i.e. the valuation of each LinkedIn ...
IT’S STILL A DISPUTED LEADER IN SOME REGIONS.

FRANCE

In France, Viadeo is a close second:
LinkedIn: 4M unique visitors p...
BUT IS GAINING GLOBAL MOMENTUM.

Revenue breakdown by region
$972m
Other Americas
APAC
EMEA

$522m

US

$244m

2010

2011
...
YES PEEPS, THERE’S A NEW KID ON THE BLOCK.
CONTENT
platform

COMMERCE
platform

SOCIAL
platform

ENTERTAINMENT
platform

B...
LinkedIn is remarkable in continuously delivering
value to its members through fast and mastered
product development.
Abov...
PART I

Connect the world’s
professionals to make them more
productive and successful.

© faberNovel 2013 ••• 22
MARKETERS

RECRUITERS

BUSINESS
PARTNERS

MEMBERS

Reach a qualified
audience

Find the right talent

A multi-sided platfo...
STEP #1:
BUILDING UP
MEMBER BASE

MARKETERS

RECRUITERS

BUSINESS
PARTNERS

MEMBERS

With state of the art resume
and repu...
“SHINE BRIGHT LIKE A DIAMOND”.

Profile
information

Users connect
with other people
to grow their
network

Share
professi...
AND ADD REPUTATION TO TALENT.

Find similar profiles
Users’ skills can be
endorsed by their network

Prizes and distinctio...
USERS ARE MONETIZED ON A FREEMIUM BASIS.
LinkedIn Premium

Basic account is free to use. Paying users have access to:
•  F...
LINKEDIN IS
THE SERIOUS
FACEBOOK FOR
PROS: THAT IS WHY IT
IS HERE TO STAY.
By focusing solely on professional
networking, ...
STEP #2:
ATTRACTING
RECRUITERS

MARKETERS

RECRUITERS

BUSINESS
PARTNERS

MEMBERS

With access to the largest
talent datab...
WITH TALENT SOLUTIONS, RECRUITERS REACH THE RIGHT PROFILES.

Search for profiles

Recommendation
algorithms suggest
people...
TALENT SOLUTIONS ARE MAINLY MONETIZED AS A SAAS.
Talent Finder – Freemium

LinkedIn Recruiter Corporate – SaaS

For SMBs

...
STEP #3:
ATTRACTING
MARKETERS

MARKETERS

RECRUITERS

BUSINESS
PARTNERS

MEMBERS

With access to a highly
qualified profes...
MARKETERS TARGET A PROFESSIONAL AUDIENCE IN REAL TIME.

Measure and analyse
LinkedIn Analytics and Research
(insights on c...
MARKETING SOLUTIONS ARE PRICED ON A COST-PER-ADVERTISEMENT BASIS.

Most “Marketing Solutions” products are sold
on a cost-...
STEP #4:
ATTRACTING
BUSINESS
PARTNERS

MARKETERS

RECRUITERS

BUSINESS
PARTNERS

MEMBERS

With APIs giving access to
produ...
BUSINESS PARTNERS LEVERAGE LINKEDIN’S APIs TO BUILD NEW SERVICES.
An API is like a toolbox containing data and functionali...
TWO LEVELS OF INTEGRATION.

Private

Open
The Open API grants access to basic functionalities
Social plugins

(Partner Pro...
ENHANCING LINKEDIN’S ABILITY TO DELIVER THE BEST VALUE TO ITS MEMBERS.

Extended Reach
By opening up its
functionalities, ...
CASE STUDY #1: APPLYING FOR A JOB AT COCA-COLA WITH LINKEDIN

People applying for a position at Coca-Cola
can do it direct...
CASE STUDY #2: DEEP INTEGRATION OF LINKEDIN WITHIN BUSINESS INSIDER

Sign in with
LinkedIn

Share an article
on LinkedIn

...
PART II

Connect the world’s
professionals to make them more
productive and successful.

© faberNovel 2013 ••• 41
RECRUITMENT
ENGINE

LinkedIn’s
Business as a
Service is driven
by 3 engines.
BIZ DEV
ENGINE
CONTENT
ENGINE

© faberNovel 2...
RECRUITMENT
IS AN ART,
BIG DATA MAKES
IT A SCIENCE.

•••

RECRUITMENT
ENGINE

BIZ DEV
ENGINE
CONTENT
ENGINE
THE TALENT FINDER OF THE DIGITAL AGE.
RECRUITMENT PLAN

ADVERTISING
Job boards
Print ads
Campus

VS.

RECRUITMENT PLAN

RE...
THE BIGGEST RESUME DATABASE IN THE WORLD.

225
Million
profiles

WITH 225 MILLION MEMBERS REGULARLY UPDATING THEIR PROFESS...
EASY ACCESS TO SOUGHT-AFTER “PASSIVE CANDIDATES”.

80%
passive
candidates

20%
active
candidates

They are not actively
lo...
CONNECTED TOGETHER.

1st
degree

2nd
degree

3rd
degree

UNLIKE OTHER RESUME DATABASES, LINKEDIN GRAPH ENGINE CAN CALCULAT...
PUT ALGORITHMS INTO THE HR INDUSTRY, AND LET IT COOK.
LINKEDIN’S ALGORITHMS
Search algorithm
Graph engine
Recommendation
a...
Recruiting
Better, Faster,
Cheaper.
MORE CANDIDATES + BETTER SELECTION = INCREASED QUALITY OF HIRE.
Since implementing social recruiting,

HOW HAVE THE FOLLOW...
PUSHING FILTERING WORK BACK TO ALGORITHMS, DECREASING TIME-TO-HIRE.
Number of resumes

LARGE POOL
EFFICIENT PRE-SELECTION
...
CASE STUDY: OPOWER DECREASING COST OF HIRE.
COMPANY
• Opower is a software company that
helps users save money on energy b...
Inventing new ways
to deal with
candidates.
LINKEDIN REVOLUTIONIZES THE WAY RECRUITERS LEVERAGE THEIR CONTACTS.

THEN

NOW

Address book
Non-comprehensive / Non-searc...
LINKEDIN REVOLUTIONIZES THE WAY RECRUITERS SEARCH FOR RESUMES.

THEN

Resume database
Limited to active candidates / Not r...
LINKEDIN REVOLUTIONIZES THE WAY RECRUITERS FIND MATCHING PROFILES.

THEN

Recruitment Agents
Headhunters / Executive searc...
LINKEDIN REVOLUTIONIZES THE WAY RECRUITERS USE EMPLOYEE REFERRALS.

THEN

Employee referral program
Time-consuming / Time ...
LINKEDIN REVOLUTIONIZES THE WAY RECRUITERS POST JOB OFFERS.

THEN

Newspaper job ads
Limited audience / Not targeted / No ...
LINKEDIN REVOLUTIONIZES THE WAY RECRUITERS USE ONLINE JOB BOARDS.

THEN

Online job boards
Audience = active candidates on...
LINKEDIN REVOLUTIONIZES THE WAY RECRUITERS MANAGE CANDIDATES.

THEN

Resume parsing
Breaks down resume information / Sorts...
LINKEDIN REVOLUTIONIZES THE WAY RECRUITERS BRAND COMPANIES ONLINE.

THEN

Corporate website
Visitors (low engagement) / Ed...
A CLOSER LOOK AT A LINKEDIN COMPANY PAGE.

Build an audience
of followers

Create brand ambassadors:
employee network

Eng...
LINKEDIN REVOLUTIONIZES THE WAY RECRUITERS ENGAGE WITH CANDIDATES.

THEN

Online forums & job fairs
Limited in time / Limi...
A CLOSER LOOK AT LINKEDIN GROUPS.

Start a discussion
or create a poll

Like, Comment,
Flag, Follow

Group statistics
Sour...
ALGORITHMS CAN DO A LOT…
BUT THEY CAN’T REPLACE HUMAN
INTERACTIONS.

There are things a machine can’t do
• Judge whether a...
Reshuffling
the whole recruitment
ecosystem.
LINKEDIN HAS NOT INVENTED E-RECRUITMENT.

To source online, recruiters juggle between 3 sets of tools :
RECRUITMENT
SOFTWA...
BUT HAS BECOME THE ONE-STOP SHOP FOR TALENTS.

RECRUITMENT
SOFTWARE (ATS*)
LinkedIn Talent Solutions
include a candidate C...
LINKEDIN RECRUITER IS A 3-IN-1 TOOL.
Focus: Recruiter is
LinkedIn’s flagship tool
for talent sourcing
It’s a social sourci...
AGAINST LINKEDIN, THIRD-PARTY RECRUITERS MIGHT LOSE THE GAME.

Where does HR money go for recruitment?
Agencies take 29% o...
WHICH WILL PUT AN END TO JOB BOARDS’ SUPREMACY.
Monster.com used to be the leading career site in the world. But now…

of ...
AND TAKE ON RECRUITMENT SOFTWARE.

Today, partner

ATS

API

A “CRM for Recruitment” that
handles job applications and
res...
MEANWHILE… NEW PLAYERS ARE MAKING THEIR WAY INTO E-RECRUITMENT.
NICHE PROFESSIONAL NETWORKS
Artists & designers can showca...
LinkedIn has
gold in its hand.
INVENTING SKILL-BASED RECRUITMENT.

LINKEDIN HAS
CAPTURED AND
QUALIFIED ITS
MEMBERS’
SKILLS…

…AND WILL BE
ABLE TO USE
THO...
FINDING PEOPLE BASED ON THEIR SKILLS, NOT THEIR CV.

AN INVESTMENT
BANKER…

…CAN MAKE A VERY GOOD SALES
MANAGER

© faberNo...
LINKEDIN IS ALREADY TESTING A SKILLS & EXPERTISE SEARCH TOOL.

Search for
specific skills

Explore
related skills

Skill t...
III

SUGGESTING OPTIMIZED CAREER PATHS.
By being the only site to gather data on career histories…

picto

...LinkedIn can...
MAKING EVERYONE
A GOOD
NETWORKER.

RECRUITMENT
ENGINE

YES YOU CAN.

•••

BIZ DEV
ENGINE
CONTENT
ENGINE
IN SALES, IT’S NOT ABOUT WHAT YOU KNOW, BUT WHO YOU KNOW.

THEN

NOW

Rolodex

Augmented rolodex

Not searchable / Not up-...
WARM INTRODUCTIONS ARE BETTER THAN COLD CALLS.

THEN

NOW

Cold calling

“Ask for Introduction”

Lengthy process / Low suc...
GRAPH SEARCH MAKES LEAD GENERATION LEANER.

THEN

NOW

Lead Builder

Door-to-door prospecting
Door-to-door / Tradeshows / ...
LINKEDIN MAKES LEAD MANAGEMENT SOCIAL.

THEN

Lead Management
Create lists & spreadsheets with leads / Export to CRM /
Sea...
CORPORATE SOLUTIONS ARE INSPIRED FROM PREMIUM USAGES.
FROM PEOPLE

Test usages on premium members
LinkedIn identifies succ...
TAKING SALES SOLUTIONS TO THE NEXT LEVEL.

We are having early

success selling (…) the initial pilot
with corporate custo...
ENTERING THE $25BN CRM MARKET.

Revenue Mix

Talent
Solutions

Revenue Mix

Sales
Solutions

With a Corporate
Sales Soluti...
AN INVALUABLE
KNOWLEDGE
AND MARKETING
TOOL.

•••

RECRUITMENT
ENGINE

BIZ DEV
ENGINE
CONTENT
ENGINE
LINKEDIN MUST ENCOURAGE ITS MEMBERS TO LOG-IN EVERY DAY AT WORK.

LinkedIn’s
engagement gap
Americans spend

Hours a day

...
LINKEDIN HAS RECENTLY ACQUIRED MAJOR SOCIAL CONTENT PLATFORMS.

MAY 2012

Concept
The “Youtube of Powerpoints”
Deal value
...
THEY ARE MOVING INTO THE MEDIA INDUSTRY.
PROVIDING FRESH PROFESSIONAL CONTENT EVERYDAY

LinkedIn Today

Influencers

A soc...
TARGET: BECOMING THE 1st SOCIAL PLATFORM FOR PROFESSIONAL PUBLISHING.

SPONSORED
CONTENT

THIRD-PARTY
CONTENT
PUBLISHERS

...
LINKEDIN HELPS PROFESSIONALS STAY UP TO DATE WITH NEWS.

YESTERDAY

TOMORROW WITH LINKEDIN

Read the press every morning

...
AND TRANSFORMS HOW PROFESSIONALS GET INDUSTRY-SPECIFIC INSIGHTS.

YESTERDAY

Professional publications

TOMORROW WITH LINK...
LINKEDIN TRANSFORMS HOW COMPANIES PUBLISH PROFESSIONAL CONTENT.

YESTERDAY

Print and send white papers
(Case studies, res...
LINKEDIN TRANSFORMS HOW COMPANIES PROMOTE THROUGH CONTENT.

YESTERDAY

Advertorial
(Paid B2B newspaper placement attemptin...
LINKEDIN TRANSFORMS HOW COMPANIES TRACK AND CAPTURE LEADS
THROUGH CONTENT.

YESTERDAY

Paper forms, calls, and business ca...
DID YOU KNOW THAT...?

The Wall Street Journal is
launching its own professional
network
News Corp-owned The Wall Street
J...
And we think
LinkedIn won’t
stop here.
LINKEDIN HAS BECOME AN ENTERPRISE SOFTWARE.
Deriving most revenues from
SaaS (Talent Solutions), which
equips 16,400 compa...
HEAVY INVESTMENTS SUPPORT ROCKET-SPEED BUSINESS GROWTH.

We anticipate that we will retain all of our future
earnings for ...
HEAVY SALES & MARKETING SPEND FUELS AGGRESSIVE GROWTH.

SALES AND
MARKETING COSTS

33%

Of Net Revenue
Sales and marketing...
AN IMPRESSIVE LEVEL OF R&D INVESTMENT.

PRODUCT
DEVELOPMENT

25%

A STRATEGY OF EXTREMELY HEAVY INVESTMENT:
25%	
  
15%	
 ...
A SERIES OF STRATEGIC ACQUISITIONS.
COMPANY

DESCRIPTION

DEAL VALUE

May 2013

CONTENT-BASED
PROFESSIONAL
PLATFORM

DATE
...
CONTINUOUS IMPROVEMENT OF THE PLATFORM.

1

2

3

4

5

6

Evolution of LinkedIn homepage

Source: LinkedIn 10K

© faberNo...
FAST & FURIOUS INTRODUCTION OF NEW FEATURES.

LinkedIn Today – March 2011

Endorsements – Sept. 2012

Influencers – Oct 20...
WHAT’S NEXT ?

Connect the world’s
professionals to make them more
productive and successful.

© faberNovel 2013 ••• 106
LINKEDIN HAS A BOLD VISION.

Our ultimate dream is

to develop the world's
first economic graph. In other words, we want
t...
THE NEW ECONOMY: FROM HIERARCHIES TO NETWORKS.
PYRAMID

GRAPH

ASSETS
TOP-DOWN COMMUNICATION
CORPORATIONS
STATIC MARKETS
W...
LINKEDIN’S PROFESSIONAL GRAPH CAN MAP PROFESSIONAL INTERACTIONS.

PROFESSIONAL GRAPH
Today, LinkedIn’s graph is based on s...
TOMORROW, IT WILL MAP TRANSACTIONS AND CREATE A “BUSINESS GRAPH”.

BUSINESS GRAPH
Tomorrow, LinkedIn could allow transacti...
IT COULD GO WRONG.

SECURITY CHALLENGE

MEMBERS DILEMMA

LinkedIn has had a major security
issue - it lost track of 6.5 mi...
BUT MOST LIKELY, LINKEDIN IS IN A GOOD POSITION TO BE THE MARKETPLACE
FOR BUSINESSES...

© faberNovel 2013 ••• 112
OR TO CREATE THE GRAPH-BASED APP MARKET.

© faberNovel 2013 ••• 113
WITH ALL THIS DATA, LINKEDIN WILL BE ABLE TO DRAW A GLOBAL ECONOMIC
GRAPH…

3.3bn
Global workforce*

IN THE FUTURE, LINKED...
…AND PROVIDE MACRO-ECONOMIC ANALYTICS.

© faberNovel 2013 ••• 115
EMPOWERING BUSINESSES FOR THE NEW ECONOMY.

BY TRANSFORMING "NETWORKING" IN A BUSINESS ASSET, PUTTING
TALENTS IN THE CENTE...
RECRUITMENT
ENGINE

CRASH TEST:
CAN I BUILD A
BUSINESS WITH
LINKEDIN ?

•••

$

t

BIZ DEV
ENGINE
CONTENT
ENGINE
MEET

Paul is a 32 year-old software engineer
who has developed an innovative
technology that connects cars to the Cloud
a...
1
1

START MY BUSINESS USING LINKEDIN

BUILD A BUSINESS PLAN
« Get insights into the market, technologies,
and people in t...
2
5

GROW MY BUSINESS USING LINKEDIN

FIND THE FIRST B2B CLIENT
« I’d like to reach potential clients or
partners in large...
3
8

SCALE MY BUSINESS USING LINKEDIN

ACCELERATE BIZ DEV
« I want to make sure we don’t miss
potential customers »

9

SC...
4

IN 5 YEARS, EMPOWERED BY THE GRAPH

11

FIND A CONSULTANT
« I want to find the best marketing
expert to help us develop...
A COMPANY YOU MAY BE INTERESTED IN.
WORK WITH US.

http://www.linkedin.com/company/fabernovel
© faberNovel 2013 ••• 123
WE ARE FABERNOVEL.

WE HELP LARGE ORGANIZATIONS
THINK AND ACT LIKE STARTUPS.
Who we are 

Our offices

What we do!

We are ...
PEOPLE YOU MAY BE INTERESTED IN : SEND US A MESSAGE.

© faberNovel 2013 ••• 125
THANK YOU.

To the fabernovel team
DESIGN
Benoît Talabot
Partner & Art Director

Jules Mahé
Junior Art Director

Claire Ar...
OUR WORK.

•••

mazon.com

THE HIDDEN EMPIRE
Three digital engines to reshape
and dominate retail

Facebook, The Perfect S...
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LinkedIn - The Serious Network (Study) by Faber Novel

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LinkedIn - The Serious Network (Study) by Faber Novel

  1. 1. © faberNovel 2013 ••• 1
  2. 2. A SERIOUS STUDY. This is not another “how-to” study about managing your digital ID, recruiting or growing your professional network on LinkedIn. This is a study explaining why it is no longer just a networking tool, but how it’s becoming a multi-sided business platform that will help you grow your business in the New Economy of Talents. IF YOU ARE IF YOU WORK IN IF YOU WORK IN IF YOU ARE A CEO/CFO HR BIZ DEV Why should you get your teams to use LinkedIn? How will the graph let you recruit better, faster, cheaper? How the professional graph can generate accurate leads. A B2B SOFTWARE PUBLISHER IF YOU WORK IN IF YOU WORK IN IF YOU ARE IT PR AN ENTREPRENEUR How you can subscribe to Business a as Service rather than buying multiple desktop tools. How the professional graph will help you reach the accurate B2B audience. How LinkedIn might help you run your startup leaner. Why you might consider partnering with LinkedIn in the near future. © faberNovel 2013 ••• 2
  3. 3. THIS WORK WAS MADE FOR YOU TO SHARE, REUSE, REMIX, REWORK… It is licensed under the Creative Commons BY-NC-SA license to allow for further contributions by experts and users in the coming months. You are free to share and remix/adapt the work. You must cite this document: faberNovel, LinkedIn, The Serious Network, June 2013 You may not use this work for commercial purposes. You may distribute a modified work under the same or similar license. WHY DO WE RELEASE THIS KIND OF WORK FOR FREE? Our job is to help large organizations think and act like startups. And we believe this cannot be achieved without causing people to want to innovate and explore new business models. Our ambition is to inspire you by giving you the keys to understand new markets like Russia, new business drivers like APIs or successful companies like Apple, Amazon, Facebook… or LinkedIn. © faberNovel 2013 ••• 3
  4. 4. A SHORT WORD FROM STÉPHANE DISTINGUIN. It’s the graph economy, stupid ;) Stéphane Distinguin Founder and CEO at faberNovel At faberNovel, we are passionate about finding out what makes the success and longevity of a tech giant. But what really drives our work everyday is the will to detect and assess how the digital revolution redefines how we communicate, purchase, get informed or even how we work. In that matter, while opening up LinkedIn’s engines and business model, we have found ourselves very much impressed with how LinkedIn has already eased and transfigured professional interactions – be it in regards to finding the right talent for one’s company, generating leads faster and smarter or having people learn from one another’s expertise. But that’s not it. We can all agree LinkedIn has developed and delivered a neat, fantastically powerful network of serious people over the past 10 years - giving us all the rare opportunity to be only 2 or 3 degrees away from the big guys in the Valley. Where else than on LinkedIn could you better brag about your uniqueness as a professional? As of today, I know no better marketplace of talents and decision makers. With such gold in its hands, what role will LinkedIn play for our companies and teams in the new information era? We believe it won’t be one of the networks we choose to use or not. By capturing and dispatching talents and business interactions – if not transactions, LinkedIn is the key, sprawling business tool for the New Economy. The same way the unrecognized genius Will Hunting was humbly resolving complex math equations in a corridor at MIT, we believe that somewhere in Mountain View, LinkedIn is gathering huge amounts of valuable business data and is silently drawing what might be the first global economic graph. And this is very serious stuff. © faberNovel 2013 ••• 4
  5. 5. LINKEDIN ISN’T JUST A SMALL ONLINE RESUME START-UP. Net Revenue ($bn) 169 64 53 LINKEDIN IS STILL SMALL… 5,5 1 © faberNovel 2013 ••• 5
  6. 6. IT’S THE FASTEST GROWING TALENT NETWORK. 2 new members every second Members (in millions) 2003 2004 2005 Source: “LinkedIn’s Road to IPO” – Mashable.com 2006 2007 2008 2009 2010 2011 2012 © faberNovel 2013 ••• 6 2013
  7. 7. NETWORKING ALL INDUSTRIES AND CONNECTING ALL FUNCTIONS. Top 10 job functions on LinkedIn Top 10 industries on LinkedIn High Tech Entrepreneurship Finance Sales Manufacturing Operations Medical Engineering Educational Information Technology Corporate Education Consumer Goods Administrative Recreational Support Construction Finance Government Consulting 0% 5% 10% 15% 20% Source: Amodiovalerio Verde – LinkedIn Demographics and Statistics 2012 0% 2% 4% 6% 8% 10% 12% © faberNovel 2013 ••• 7
  8. 8. WITH GLOBAL FOOTPRINT. Source: LinkedIn © faberNovel 2013 ••• 8
  9. 9. DID YOU KNOW THAT…? 79% of all users are 35 years old or older The average age of a LinkedIn user is 41 years old About 69% of users make over $60k per year 50% of all users are business decision makers Source: 34 Fun and Interesting LinkedIn Facts You Never Knew, Million Social Help 30% of traffic comes from mobile © faberNovel 2013 ••• 9
  10. 10. We believe that LINKEDIN IS AN UNDERRATED TECH GIANT THAT SITS ON A HUGE OPPORTUNITY. © faberNovel 2013 ••• 10
  11. 11. IN 2003, A BUNCH OF GUYS FROM PAYPAL AND SOCIAL.NET THE FOUNDING FATHERS Reid Hoffman Founder and first CEO of LinkedIn Former founder of SocialNet & COO of PayPal Allen Blue J-L Vaillant Eric Ly K. Guericke Product Engineering IT Marketing © faberNovel 2013 ••• 11
  12. 12. HAD A PRETTY SMART IDEA. Connect the world’s professionals to make them more productive and successful. © faberNovel 2013 ••• 12
  13. 13. THEY JUST SAID: “LET’S FOCUS ON PROFESSIONALS, THEY HAVE MORE VALUE”. VOLUME BUSINESS Small value customers * Large volume = BIG REVENUE Google, Apple, Facebook and Amazon operate mostly on B2C markets. B2C transactions are usually small. B2C customers thus have a low value when considered individually. VS. VALUE BUSINESS High value customers * Small volume = BIG REVENUE LinkedIn is a B2B company whose users are professionals. B2B transactions are usually much larger than their B2C counterparts. B2B customers thus have a high value when considered individually. © faberNovel 2013 ••• 13
  14. 14. THEY WERE RIGHT. THE LITTLE GIANT… …FOUND A SECRET INGREDIENT 7 $16.4 LinkedIn generates more dollars per hour spent on its site than any of its rivals. 1.6 0.3 0.6 Average time spent (in hours) per month $2.9 $0.7 $0.6 ARPU* / Average time spent *ARPU= Average Revenue Per User Source: Mashable.com, Yahoo Finance, TechCrunch.com, eMarketer, faberNovel analysis © faberNovel 2013 ••• 14
  15. 15. NOW, LINKEDIN IS 10. Sequoia invests $4,7m Premium Subscriptions and “LinkedIn Jobs” launched Reid Hoffman launches LinkedIn with former colleagues from PayPal and SocialNet 10 m members milestone First foreign office opens in London Bessemer Ventures invests $12,8m THE FOUNDING TEAM First acquisition: mSpoke Jeff Weiner becomes CEO Engineering Eric Ly IT 200m members milestone Jeff Weiner Founder and first CEO of LinkedIn Former founder of SocialNet & COO of PayPal Product LinkedIn’s IPO CURRENT MANAGEMENT (KEY PEOPLE) Reid Hoffman Allen Blue J-L Vaillant Acquisition of SlideShare K. Guericke Marketing CEO of LinkedIn Former VP of Yahoo!’s Network division Nick Besbeas David Henke Deep Nishar VP Marketing COO Products & UX Kevin Scott VP Engineering © faberNovel 2013 ••• 15
  16. 16. IT’S WORTH $20BN. Valuation multiples 17x Revenue 126x EBITDA VS. 9x Revenue 38x EBITDA Public Company 5x Revenue 15x EBITDA May 2011 IPO VALUATION ($m) Jun 2008 D.Round Nov 2003 A.Round Dec 2006 C.Round Sept 2004 B.Round NET REVENUE ($m) 2003 2004 2005 2006 2007 Source: Venture Source, Mashable.com, LinkedIn Investor Relations, Yahoo Finance 2008 2009 2010 2011 2012 © faberNovel 2013 ••• 16 2013
  17. 17. IT IS THE BEST VALUED SOCIAL NETWORK OUT THERE. Enterprise value / number of members (i.e. the valuation of each LinkedIn member) $81 $52 $50 $42 OBVIOUSLY, THEY MIGHT BE DOING SOMETHING RIGHT. *ARPU: Average Revenue Per User Source: Mashable.com, Yahoo Finance, TechCrunch.com, eMarketer, faberNovel analysis © faberNovel 2013 ••• 17
  18. 18. IT’S STILL A DISPUTED LEADER IN SOME REGIONS. FRANCE In France, Viadeo is a close second: LinkedIn: 4M unique visitors per month in 2012 Viadeo: 3.7M unique visitors per month in 2012 GERMANY & AUSTRIA Xing is still bigger in the DACH region !   Xing: 5.1m members (2011) !   LinkedIn: 2m members (2011) JAPAN ! Mixi, the social networking site (also used for business), has 27m members !   LinkedIn has approx. 900k users in Japan CHINA ! Tianji (owned by Viadeo) has 14m members !   LinkedIn has only 3m members in China Source: Médiamétrie, Mixi.com, Xing.com, Crunchbase © faberNovel 2013 ••• 18
  19. 19. BUT IS GAINING GLOBAL MOMENTUM. Revenue breakdown by region $972m Other Americas APAC EMEA $522m US $244m 2010 2011 2012 APAC= Asia Pacific, EMEA= Europe Middle East and Africa Source: LinkedIn Earnings Call Q4 2012 © faberNovel 2013 ••• 19
  20. 20. YES PEEPS, THERE’S A NEW KID ON THE BLOCK. CONTENT platform COMMERCE platform SOCIAL platform ENTERTAINMENT platform BUSINESS platform Bringing the power of the social network to business © faberNovel 2013 ••• 20
  21. 21. LinkedIn is remarkable in continuously delivering value to its members through fast and mastered product development. Above all, ••• LINKEDIN’S “BIG IDEA” WILL ENABLE THEM TO DISRUPT BUSINESS AS USUAL.
  22. 22. PART I Connect the world’s professionals to make them more productive and successful. © faberNovel 2013 ••• 22
  23. 23. MARKETERS RECRUITERS BUSINESS PARTNERS MEMBERS Reach a qualified audience Find the right talent A multi-sided platform catering to the needs of 4 categories of professionals. Access to a captive user base Connect with peers & find opportunities © faberNovel 2013 ••• 23
  24. 24. STEP #1: BUILDING UP MEMBER BASE MARKETERS RECRUITERS BUSINESS PARTNERS MEMBERS With state of the art resume and reputation management. •••
  25. 25. “SHINE BRIGHT LIKE A DIAMOND”. Profile information Users connect with other people to grow their network Share professional content Users can update their profile experience regularly Resume summary Videos Slideshare publications embedded in the profile © faberNovel 2013 ••• 25
  26. 26. AND ADD REPUTATION TO TALENT. Find similar profiles Users’ skills can be endorsed by their network Prizes and distinctions received Languages spoken © faberNovel 2013 ••• 26
  27. 27. USERS ARE MONETIZED ON A FREEMIUM BASIS. LinkedIn Premium Basic account is free to use. Paying users have access to: •  Full profiles up to 3rd degree connection •  Know who viewed your profile •  More InMails •  Premium Search (more filters: Seniority, Company Size, Interests, Fortune 1000) Job Seekers Job seekers who want to increase their chance of reaching recruiters can choose a paying account: •  InMail message to recruiters •  Featured applicant in a recruiter’s candidates list •  Job Seeker groups and webinars •  Who’s viewed your profile © faberNovel 2013 ••• 27
  28. 28. LINKEDIN IS THE SERIOUS FACEBOOK FOR PROS: THAT IS WHY IT IS HERE TO STAY. By focusing solely on professional networking, LinkedIn solved the dilemma between private and professional online life and thus built a robust legitimacy in the B2B world. BUT MORE THAN A SOCIAL NETWORK, IT IS A REAL BUSINESS PLATFORM. © faberNovel 2013 ••• 28
  29. 29. STEP #2: ATTRACTING RECRUITERS MARKETERS RECRUITERS BUSINESS PARTNERS MEMBERS With access to the largest talent database. •••
  30. 30. WITH TALENT SOLUTIONS, RECRUITERS REACH THE RIGHT PROFILES. Search for profiles Recommendation algorithms suggest people to hire Track applicants on LinkedIn Product management module Create search alerts Recruiters can post jobs on LinkedIn Source: LinkedIn © faberNovel 2013 ••• 30
  31. 31. TALENT SOLUTIONS ARE MAINLY MONETIZED AS A SAAS. Talent Finder – Freemium LinkedIn Recruiter Corporate – SaaS For SMBs For Corporations Freemium model. Paying subscription gives access to very basic recruiting tools: •  Full profiles up to 3rd degree connection •  Know who viewed your profile •  More InMails •  Premium Search LinkedIn Recruiter Corporate is the SaaS solution for corporate recruiters. It can be accessed for an annual subscription fee. Costs $8,000 per recruiter on average © faberNovel 2013 ••• 31
  32. 32. STEP #3: ATTRACTING MARKETERS MARKETERS RECRUITERS BUSINESS PARTNERS MEMBERS With access to a highly qualified professional audience. •••
  33. 33. MARKETERS TARGET A PROFESSIONAL AUDIENCE IN REAL TIME. Measure and analyse LinkedIn Analytics and Research (insights on campaigns and audiences) Create awareness Display ads, polls and social ads, company pages, career pages “A core part of our strategy is making our solutions more relevant for both our members and customers by significantly investing in targeting capabilities and analytics.” Generate engagement Social plugins (Follow, Share, Recommend), Sponsored Groups LinkedIn 10K © faberNovel 2013 ••• 33
  34. 34. MARKETING SOLUTIONS ARE PRICED ON A COST-PER-ADVERTISEMENT BASIS. Most “Marketing Solutions” products are sold on a cost-per-advertisement basis (no subscription) Special ads are priced on demand (poll ads, sponsored posts, sponsored whitepapers, etc.) © faberNovel 2013 ••• 34
  35. 35. STEP #4: ATTRACTING BUSINESS PARTNERS MARKETERS RECRUITERS BUSINESS PARTNERS MEMBERS With APIs giving access to products and users. •••
  36. 36. BUSINESS PARTNERS LEVERAGE LINKEDIN’S APIs TO BUILD NEW SERVICES. An API is like a toolbox containing data and functionalities, that a developer can integrate with other apps and websites to build new services. Example: applying with LinkedIn 1 A candidate applies for a position on the company’s page with his information on LinkedIn 2 3 The company’s job page is connected to LinkedIn via an API The candidate’s LinkedIn profile is sent to the recruiter © faberNovel 2013 ••• 36
  37. 37. TWO LEVELS OF INTEGRATION. Private Open The Open API grants access to basic functionalities Social plugins (Partner Program) The Partner APIs give access to a much higher level of functionality, but developers first have to go through the LinkedIn approval process. Job posting API API that lets recruiters post jobs on LinkedIn from thirdparty applications. Ads API Enables marketers to manage their LinkedIn Ad campaigns from third party platforms or agencies Social Media Management API Company and member profile Allows companies to manage their Social Marketing campaigns on LinkedIn through third-party solutions (e.g. Hootsuite, Spredfast…) Application Tracking System API Allow ATS partners to use Apply with LinkedIn, and match a position within the ATS to a LinkedIn member profile … © faberNovel 2013 ••• 37
  38. 38. ENHANCING LINKEDIN’S ABILITY TO DELIVER THE BEST VALUE TO ITS MEMBERS. Extended Reach By opening up its functionalities, LinkedIn aims to be present outside of its own platform, thus extending its reach far beyond its own walls. Innovation Encouraged Enriched Professional Graph Controlled Experience 75,000 developers are using LinkedIn APIs. They are a great way for LinkedIn to leverage the creativity of others and spot new ideas/concepts that might serve LinkedIn’s goals. By involving itself in B2B interactions thanks to its APIs, LinkedIn knows more and more about its members. This data fuels its Professional Graph, which can be leveraged for marketing purposes and value-added services. Applications that fail to meet the Terms Of Service are cut off from their access to the APIs. LinkedIn keeps very tight control on what can and cannot be done, to ensure LinkedIn’s members’ interests are served first. © faberNovel 2013 ••• 38
  39. 39. CASE STUDY #1: APPLYING FOR A JOB AT COCA-COLA WITH LINKEDIN People applying for a position at Coca-Cola can do it directly via their LinkedIn profile. It allows candidates to apply faster, and recruiters to easily get more information about a candidate by tapping into their Professional Graph. Source: Developers.Linkedin.com © faberNovel 2013 ••• 39
  40. 40. CASE STUDY #2: DEEP INTEGRATION OF LINKEDIN WITHIN BUSINESS INSIDER Sign in with LinkedIn Share an article on LinkedIn Trending LinkedIn topics Source: Developers.Linkedin.com © faberNovel 2013 ••• 40
  41. 41. PART II Connect the world’s professionals to make them more productive and successful. © faberNovel 2013 ••• 41
  42. 42. RECRUITMENT ENGINE LinkedIn’s Business as a Service is driven by 3 engines. BIZ DEV ENGINE CONTENT ENGINE © faberNovel 2013 ••• 42
  43. 43. RECRUITMENT IS AN ART, BIG DATA MAKES IT A SCIENCE. ••• RECRUITMENT ENGINE BIZ DEV ENGINE CONTENT ENGINE
  44. 44. THE TALENT FINDER OF THE DIGITAL AGE. RECRUITMENT PLAN ADVERTISING Job boards Print ads Campus VS. RECRUITMENT PLAN RECRUITER’S NEED SEARCH EMPLOYER BRAND Contacts Referrals Agents Database POOL OF CANDIDATES LINKEDIN PLATFORM CV SELECTION & PROFILE MANAGEMENT SHORTLISTED CANDIDATES SHORTLISTED CANDIDATES © faberNovel 2013 ••• 44
  45. 45. THE BIGGEST RESUME DATABASE IN THE WORLD. 225 Million profiles WITH 225 MILLION MEMBERS REGULARLY UPDATING THEIR PROFESSIONAL PROFILE, LINKEDIN IS THE GO-TO PLACE FOR RECRUITERS. © faberNovel 2013 ••• 45
  46. 46. EASY ACCESS TO SOUGHT-AFTER “PASSIVE CANDIDATES”. 80% passive candidates 20% active candidates They are not actively looking for a job but may be approachable On job sites, 100% of members are active job seekers 225 Million profiles ACCESS TO PASSIVE CANDIDATES IS VERY VALUABLE FOR RECRUITERS: THESE PROFILES ARE USUALLY HIDDEN FROM THE JOB MARKET AND ACCESS IS EXPENSIVE (E.G. HEADHUNTING COSTS) © faberNovel 2013 ••• 46
  47. 47. CONNECTED TOGETHER. 1st degree 2nd degree 3rd degree UNLIKE OTHER RESUME DATABASES, LINKEDIN GRAPH ENGINE CAN CALCULATE THE DISTANCE THAT SEPARATES YOU FROM ANOTHER PROFILE. IT GIVES TO RECRUITERS THE ABILITY TO EVALUATE A CANDIDATE’S INFLUENCE IN A PROFESSION. © faberNovel 2013 ••• 47
  48. 48. PUT ALGORITHMS INTO THE HR INDUSTRY, AND LET IT COOK. LINKEDIN’S ALGORITHMS Search algorithm Graph engine Recommendation algorithms Tools for recruiters Based on those algorithms, LinkedIn tools help find the best candidates on the market. ACCURATE SELECTION LinkedIn’s database 225 Million profiles Best profiles Identify & contact the best candidates © faberNovel 2013 ••• 48
  49. 49. Recruiting Better, Faster, Cheaper.
  50. 50. MORE CANDIDATES + BETTER SELECTION = INCREASED QUALITY OF HIRE. Since implementing social recruiting, HOW HAVE THE FOLLOWING CHANGED ? INCREASE DECREASE STAYED THE SAME CANDIDATE VOLUME CANDIDATE QUALITY EMPLOYEE REFERRALS Source: Social Recruiting Survey 2012 - Jobvite © faberNovel 2013 ••• 50
  51. 51. PUSHING FILTERING WORK BACK TO ALGORITHMS, DECREASING TIME-TO-HIRE. Number of resumes LARGE POOL EFFICIENT PRE-SELECTION SOURCING OF LESS QUALIFIED CANDIDATES Small pile of resumes Shortlist HIRE HIRE Pile of resumes LARGE RESUME PILE MEANS HEAVY SELECTION WORK Shortlist Time TIME-TO-HIRE WITH LinkedIn TIME-TO-HIRE WITHOUT LinkedIn © faberNovel 2013 ••• 51
  52. 52. CASE STUDY: OPOWER DECREASING COST OF HIRE. COMPANY • Opower is a software company that helps users save money on energy bills • It had 354 employees as of March 2013 RECRUITMENT PLAN • 9 people are on the recruiting team • Planned to hire 150 people in 2013 COST OF RECRUITMENT USING A RECRUITING FIRM COST OF RECRUITMENT WITH LINKEDIN RECRUITER • Employees are paid $100k/year each (est.) • Assumption: Recruiting firms take a 20% fee • 9 subscriptions to LinkedIn Recruiter: $75,000/year • Online search/job board budget: $165,000/year • Referrals: $1,000/referred hire. Last year, only one was referred. If we assume 5 in 2013 = $5,000 VS Total cost Total cost $100k salary x 150 openings x 20% agent fee =$3 million $75k for LinkedIn recruiters + $160k job board budget + $5k referral program =$245k $2.7 million AMOUNT SAVED WITH LINKEDIN $18k+ saved per hire Source: New York Times, faberNovel analysis © faberNovel 2013 ••• 52
  53. 53. Inventing new ways to deal with candidates.
  54. 54. LINKEDIN REVOLUTIONIZES THE WAY RECRUITERS LEVERAGE THEIR CONTACTS. THEN NOW Address book Non-comprehensive / Non-searchable / Nonupdated / Limited to “first-degree” contacts / Doesn’t display mutual contacts Real-time network Searchable (profession, industry, geography) / Updated in real time / Open to 1st and 2nd-degree contacts / Displays contacts RAPID ACCESS TO RELEVANT CONTACTS © faberNovel 2013 ••• 54
  55. 55. LINKEDIN REVOLUTIONIZES THE WAY RECRUITERS SEARCH FOR RESUMES. THEN Resume database Limited to active candidates / Not regularly updated / Limited to a geography, or sector / Search relevance based on keywords only / Not personalized / No information about common connections / Expensive NOW Graph search 225m active and passive candidates / Regularly updated by members / Personalized search (skills, endorsements) / Closer degrees appear first / Ability to see common connections / Unlimited search ACCESS TO 25 RESUMES COSTS $255 ON MONSTER.COM Source: Monster.com © faberNovel 2013 ••• 55
  56. 56. LINKEDIN REVOLUTIONIZES THE WAY RECRUITERS FIND MATCHING PROFILES. THEN Recruitment Agents Headhunters / Executive search / Employment agencies / High fees / Source and screen a lot of candidates NOW Recommendation engines Intelligent recommendations (based on search, previous hires, job description keywords) / Use the LinkedIn open network (beyond 3rd degree) / Time and cost-efficient AGENTS CAN CHARGE 20-30% OF FIRST YEAR SALARY © faberNovel 2013 ••• 56
  57. 57. LINKEDIN REVOLUTIONIZES THE WAY RECRUITERS USE EMPLOYEE REFERRALS. THEN Employee referral program Time-consuming / Time required to gather candidates / More candidates in the pool but more work to qualify them NOW Automated referral engine Free / Search through an employee graph and find matching profiles / Profiles automatically suggested to employees / Cuts referral campaign duration EX:”GET $1,000 IF YOU REFERRRED CANDIDATE GETS HIRED” © faberNovel 2013 ••• 57
  58. 58. LINKEDIN REVOLUTIONIZES THE WAY RECRUITERS POST JOB OFFERS. THEN Newspaper job ads Limited audience / Not targeted / No metrics NOW Targeted, social job ads “Work With Us” ads appear on a company’s employees’ profile pages / Employees become an ad medium / Relevant jobs displayed with the photo of the viewing member / Metrics / Higher conversion rates / “Jobs You May Be Interested In” is another feature that also recommends jobs to members on LinkedIn or via mail Alerts ½ PAGE WEEKLY DISPLAY + 30-DAY ONLINE AD IN THE NYT COSTS $1,000 © faberNovel 2013 ••• 58
  59. 59. LINKEDIN REVOLUTIONIZES THE WAY RECRUITERS USE ONLINE JOB BOARDS. THEN Online job boards Audience = active candidates only / Resume only, not a member database / Search based on keywords, geography, etc. / Jobs appear when they are searched for / Up-front fee NOW Graph-based job board Large audience (225m members) / Active & passive candidates / Job-matching algorithms / Contextual display (appear in news feed, on employee page, etc.) / Jobs available on partner sites / Pay-Per-Click pricing / Bidding price 30-DAY JOB POST ON CAREERBUILDER COSTS $419 © faberNovel 2013 ••• 59
  60. 60. LINKEDIN REVOLUTIONIZES THE WAY RECRUITERS MANAGE CANDIDATES. THEN Resume parsing Breaks down resume information / Sorts it into groups (education, skills, work experience) / Keywords are entered / Resume score based on keyword matching / NOW Talent pipeline management Already-qualified candidates (matching algorithms) / Graph validation (referrals, skills, endorsements) / Grow a base of candidates in the long run / Contact leads with targeted InMails LESS PEOPLE REQUIRED TO SORT OUT CANDIDATES WITH LINKEDIN © faberNovel 2013 ••• 60
  61. 61. LINKEDIN REVOLUTIONIZES THE WAY RECRUITERS BRAND COMPANIES ONLINE. THEN Corporate website Visitors (low engagement) / Editorial content / List of untargeted job postings / Email contact career@company.com / Cannot relate to any employee / Inaccurate metrics NOW Company & career page Followers / Social content (targeted status updates) / Rich content (SlideShare, video, etc.) / Personalized jobs / Interactions “Connect with Bill G. Senior VP” / Displays employees that are connected to the visitor / Accurate metrics LINKEDIN IS THE 36TH MOST-VISITED WEBSITE VS. 630,942ND FOR FABERNOVEL COPORATE SITE © faberNovel 2013 ••• 61
  62. 62. A CLOSER LOOK AT A LINKEDIN COMPANY PAGE. Build an audience of followers Create brand ambassadors: employee network Engage your audience: targeted status updates Display ads: jobs, company pages Showcase your offering: career page Display presentations published by company © faberNovel 2013 ••• 62
  63. 63. LINKEDIN REVOLUTIONIZES THE WAY RECRUITERS ENGAGE WITH CANDIDATES. THEN Online forums & job fairs Limited in time / Limited post-meeting contact / Limited reach / Paper brochure / Look for information / Answer topics / Crowded / No information on participating members NOW Professional groups Targeted population / Digital brochure / Extended reach Engage discussions / Like, Share, Follow, Comment / Community / Integrated updates: members, jobs, promotions / Polls / Analytics and statistics A STAND COSTS $5,000 IN A JOB FAIR, WITHOUT COUNTING PROMOTIONAL MATERIAL © faberNovel 2013 ••• 63
  64. 64. A CLOSER LOOK AT LINKEDIN GROUPS. Start a discussion or create a poll Like, Comment, Flag, Follow Group statistics Source: LinkedIn Stay up to date with members, promotions, job offers Relevant ads Identify weekly influencers © faberNovel 2013 ••• 64
  65. 65. ALGORITHMS CAN DO A LOT… BUT THEY CAN’T REPLACE HUMAN INTERACTIONS. There are things a machine can’t do • Judge whether a candidate is a good fit • Assess a candidate’s motivation • Identify a future leader • Bet on a candidate’s career potential © faberNovel 2013 ••• 65
  66. 66. Reshuffling the whole recruitment ecosystem.
  67. 67. LINKEDIN HAS NOT INVENTED E-RECRUITMENT. To source online, recruiters juggle between 3 sets of tools : RECRUITMENT SOFTWARE (ATS*) Recruiters use software to be more productive at sourcing: Candidate Relationship, Job Postings, Referral Management… SOCIAL NETWORKS JOB BOARDS Through social networks, recruiters can identify and qualify candidates as well as post jobs across the network On job boards, it is easy for recruiters to post a job and search for relevant profiles in the resume database *ATS: Applicant Tracking System © faberNovel 2013 ••• 67
  68. 68. BUT HAS BECOME THE ONE-STOP SHOP FOR TALENTS. RECRUITMENT SOFTWARE (ATS*) LinkedIn Talent Solutions include a candidate CRM SOCIAL NETWORKS JOB BOARDS LinkedIn is a professional graph with 225 millions nodes LinkedIn provides a targeted Job Board platform. *ATS: Applicant Tracking System © faberNovel 2013 ••• 68
  69. 69. LINKEDIN RECRUITER IS A 3-IN-1 TOOL. Focus: Recruiter is LinkedIn’s flagship tool for talent sourcing It’s a social sourcing solution Which allows graph search, social recommendation engines and candidates’ activity follow-up It’s a candidate CRM LinkedIn Talent Pipeline allows recruiters to manage and synchronize sourcing effort It’s a Job board LinkedIn Talent Pipeline allows recruiters to manage and synchronize sourcing effort © faberNovel 2013 ••• 69
  70. 70. AGAINST LINKEDIN, THIRD-PARTY RECRUITERS MIGHT LOSE THE GAME. Where does HR money go for recruitment? Agencies take 29% of the HR budget and fill only 8% of jobs Recruitment agencies are more expensive by a factor of: vs Professional networks take 3% of the HR budget and fill 10% of jobs 12X BY AUTOMATING WHAT USED TO BE A SOFT SKILL, LINKEDIN CIRCUMVENTS HISTORICAL INTERMEDIARIES. Source: Bersin & Associates © faberNovel 2013 ••• 70
  71. 71. WHICH WILL PUT AN END TO JOB BOARDS’ SUPREMACY. Monster.com used to be the leading career site in the world. But now… of jobs on LinkedIn can be found nowhere else. of all job openings are posted on LinkedIn Jan 27th: LinkedIn files for IPO Stock Price in $ 25 20 CEO is open to selling Monster.com 15 10 5 Monster.com stock price 2011 2012 © faberNovel 2013 ••• 71
  72. 72. AND TAKE ON RECRUITMENT SOFTWARE. Today, partner ATS API A “CRM for Recruitment” that handles job applications and resume data from multiple sources LinkedIn is a sourcing solution which also includes a profile management module called “Talent Pipeline” Tomorrow, compete ATS VS With “Talent Pipeline”, LinkedIn is just a step away from launching a proprietary ATS. Synergies would be significant: LinkedIn’s algorithms would learn from a recruiter’s behavior on the ATS (types of profiles chosen…) and push better candidates. © faberNovel 2013 ••• 72
  73. 73. MEANWHILE… NEW PLAYERS ARE MAKING THEIR WAY INTO E-RECRUITMENT. NICHE PROFESSIONAL NETWORKS Artists & designers can showcase their work and get hired Prof. networking tool for physicians Collaboration, networking and jobs for scientists Professional network for teachers Startup and investors network CAREER RECOMMENDATION SITES Company reviews, insider job information Company reviews, insider job information Recommends jobs based on social media profiles and career objectives Assesses applicant’s strengths to recommend a workplace fit SOCIAL RECRUITMENT APPS OR SITES Professional network based on Facebook graph Facebook-based corporate recruiting solution Monster.com app for Facebook (endorsements, connections) Facebook-based candidate identification solution BIG DATA SOURCING Aggregates data from multiple sources to find and rank the best matching developers A talent search engine based on the entire web Collects social evidence to help companies find hidden technology candidates Collaborative development platform. Also used to identify best developers © faberNovel 2013 ••• 73
  74. 74. LinkedIn has gold in its hand.
  75. 75. INVENTING SKILL-BASED RECRUITMENT. LINKEDIN HAS CAPTURED AND QUALIFIED ITS MEMBERS’ SKILLS… …AND WILL BE ABLE TO USE THOSE SKILLS SMARTLY IN THE FUTURE. VALUE FOR RECRUITERS FEB. 2011 Skills & Expertise SEPT. 2012 Endorsements APR. 2013 Upload rich media to the profile ENHANCED SKILLS REPRESENTATION SKILL GAMIFICATION SKILL MAPS Dynamically and visually represent your skills and talents through infographics or spider graphs Members improve their skills score by passing tests, completing their profile, posting more insights See where the skills are located by region, see trending skills, and see skill gaps Standardize profile dashboard Enhance candidate search result relevance. Recruit by actual and acquired skills rather than by school See where to recruit. Localize skills. Identify clusters © faberNovel 2013 ••• 75
  76. 76. FINDING PEOPLE BASED ON THEIR SKILLS, NOT THEIR CV. AN INVESTMENT BANKER… …CAN MAKE A VERY GOOD SALES MANAGER © faberNovel 2013 ••• 76
  77. 77. LINKEDIN IS ALREADY TESTING A SKILLS & EXPERTISE SEARCH TOOL. Search for specific skills Explore related skills Skill trend (searches) See how fast the skill develops Find the best profiles Find where those skills are © faberNovel 2013 ••• 77
  78. 78. III SUGGESTING OPTIMIZED CAREER PATHS. By being the only site to gather data on career histories… picto ...LinkedIn can help members plan their career •  Set career goals and track progress on LinkedIn •  …LinkedIn can help recruiters anticipate and adapt LinkedIn can identify intermediary jobs that will help professionals achieve their career goals Through LinkedIn, members can compare their career path with college connections Aggregate career statistics and predict when a certain profile is likely to change jobs or be more open to career moves •  •  •  Through aggregated career objectives, LinkedIn could help recruiters adapt their offers to job seekers’ aspirations © faberNovel 2013 ••• 78
  79. 79. MAKING EVERYONE A GOOD NETWORKER. RECRUITMENT ENGINE YES YOU CAN. ••• BIZ DEV ENGINE CONTENT ENGINE
  80. 80. IN SALES, IT’S NOT ABOUT WHAT YOU KNOW, BUT WHO YOU KNOW. THEN NOW Rolodex Augmented rolodex Not searchable / Not up-to-date / Add business cards manually / Not mobile Access to 3rd degrees / Searchable / Up-to-date / Mobile / Import contacts from various sources (Gmail, Outlook, etc.) / Conversation history / “How you met” feature LinkedIn stores sales people’s real-time graph: it helps them better manage their network and engage with their business contacts © faberNovel 2013 ••• 80
  81. 81. WARM INTRODUCTIONS ARE BETTER THAN COLD CALLS. THEN NOW Cold calling “Ask for Introduction” Lengthy process / Low success rate / Not comfortable / Hard to pass the assistant gateway. Identify “best path” to a lead leveraging 1st-degree connection / Request an introduction online / Increased success rate. LinkedIn graph engine helps sales reps identify the right target through co-workers’ connections. This saves sales prospecting time and increases success rate © faberNovel 2013 ••• 81
  82. 82. GRAPH SEARCH MAKES LEAD GENERATION LEANER. THEN NOW Lead Builder Door-to-door prospecting Door-to-door / Tradeshows / Meetings / Events / Buying mailing lists & address databases / Manual Graph search Build targeted lead lists / Save search criteria / Automatic alerts / Advanced search features By searching the graph, sales reps can avoid buying lists of unqualified leads, and spending money and time prospecting and identifying the best lead © faberNovel 2013 ••• 82
  83. 83. LINKEDIN MAKES LEAD MANAGEMENT SOCIAL. THEN Lead Management Create lists & spreadsheets with leads / Export to CRM / Search for additional information about leads NOW Lead Monitoring Create lists of targeted profiles / Integrate CRM partners through APIs (e.g. Salesforce) / Gather real-time lead information and insights LinkedIn mini-CRM and API help Sales Reps integrate the power of the graph into their CRM client and increase productivity © faberNovel 2013 ••• 83
  84. 84. CORPORATE SOLUTIONS ARE INSPIRED FROM PREMIUM USAGES. FROM PEOPLE Test usages on premium members LinkedIn identifies successful practices by launching vertical premium offerings (Sales, Recruiting…) or by analysing how their customers use LinkedIn (recently realised that LinkedIn was used by IT managers to screen IT vendors) …TO CORPORATIONS If significant adoption, upgrade launch corporate solutions LinkedIn tackles the corporate market with proven and cash generative Enterprise SaaS solutions. LinkedIn launched Recruiter and is testing Sales Navigator based on their past successes as premium versions. Premium subscriptions serve as a signal as to where we deliver outside value to certain groups of members (…) and serve as a trajectory in terms of a large market opportunity to build into. Source: LinkedIn Earnings Call Q1 2013 © faberNovel 2013 ••• 84
  85. 85. TAKING SALES SOLUTIONS TO THE NEXT LEVEL. We are having early success selling (…) the initial pilot with corporate customers. As compared to how recruiters evolved within talent solutions, we believe we may be at a similarly early stage in pursuing the sales opportunity with sales navigator. WE USED TO KNOW LINKEDIN AS A RECRUITMENT FACILITATOR. BUSINESSES WILL NOW LEVERAGE LINKEDIN FOR SALES TOO. CURRENT SALES NAVIGATOR PREMIUM LINKEDIN ACCESS FUTURE SALES NAVIGATOR CORPORATE SAAS • Advanced lead search • Advanced lead search - Lead Builder - Profile Organizer - CRM API • Develop LinkedIn social CRM Source: LinkedIn Earnings Call Q1 2013 • Develop lead recommendation engine: - “Lead You May Want To Contact” button - “Lead Match” - “Similar Customers” © faberNovel 2013 ••• 85
  86. 86. ENTERING THE $25BN CRM MARKET. Revenue Mix Talent Solutions Revenue Mix Sales Solutions With a Corporate Sales Solution, LinkedIn will get into the $25bn CRM market Marketing Solutions Premium Subsc. Today Source: LinkedIn, Gartner 2013 forecast Tomorrow © faberNovel 2013 ••• 86
  87. 87. AN INVALUABLE KNOWLEDGE AND MARKETING TOOL. ••• RECRUITMENT ENGINE BIZ DEV ENGINE CONTENT ENGINE
  88. 88. LINKEDIN MUST ENCOURAGE ITS MEMBERS TO LOG-IN EVERY DAY AT WORK. LinkedIn’s engagement gap Americans spend Hours a day at work Average time spent (in hours) per user per month Users still spend little time on LinkedIn… Source: Bureau of Labor Statistics, American Time Use Survey …But spend most of their time in a professional environment. What can increase engagement at work ? © faberNovel 2013 ••• 88
  89. 89. LINKEDIN HAS RECENTLY ACQUIRED MAJOR SOCIAL CONTENT PLATFORMS. MAY 2012 Concept The “Youtube of Powerpoints” Deal value $119 million APRIL 2013 MAY 2013 Concept News reader Deal value $90 million Concept Social polls Deal value N/A (team acqui-hired) © faberNovel 2013 ••• 89
  90. 90. THEY ARE MOVING INTO THE MEDIA INDUSTRY. PROVIDING FRESH PROFESSIONAL CONTENT EVERYDAY LinkedIn Today Influencers A social news aggregator and reader An exclusive blog publishing platform for top influencers New mobile Experience An enhanced mobile experience based on content © faberNovel 2013 ••• 90
  91. 91. TARGET: BECOMING THE 1st SOCIAL PLATFORM FOR PROFESSIONAL PUBLISHING. SPONSORED CONTENT THIRD-PARTY CONTENT PUBLISHERS PROFESSIONAL PUBLISHING PLATFORM PROFESSIONAL AUDIENCE EXCLUSIVE CONTENT (INFLUENCERS) © faberNovel 2013 ••• 91
  92. 92. LINKEDIN HELPS PROFESSIONALS STAY UP TO DATE WITH NEWS. YESTERDAY TOMORROW WITH LINKEDIN Read the press every morning Graph-based news aggregator Time-bound / Industry-generic content / Costly / Quickly obsolete / Non-shareable Industry relevance / Read or shared by contacts / Real-time news (LinkedIn Today integrates Pulse technology to deliver relevant content) © faberNovel 2013 ••• 92
  93. 93. AND TRANSFORMS HOW PROFESSIONALS GET INDUSTRY-SPECIFIC INSIGHTS. YESTERDAY Professional publications TOMORROW WITH LINKEDIN LinkedIn Channels (LinkedIn’s magazine-like feature: ability to follow news, and posts from influencers by vertical) Costly subscriptions / Multiple publications in the same vertical / No social features A subscription to “The Estate Gazette”: $350 per year All-in-one platform (integrated with news) / Social features (share, comment…) Free feature © faberNovel 2013 ••• 93
  94. 94. LINKEDIN TRANSFORMS HOW COMPANIES PUBLISH PROFESSIONAL CONTENT. YESTERDAY Print and send white papers (Case studies, research reports…) Print / Costly and limited distribution / Mail and addresses (clients, prospects) / Many versions / Stored or trashed A few weeks. TOMORROW WITH LINKEDIN Share online presentations (SlideShare technology integrated with LinkedIn) Digital / Free or freemium / Unlimited distribution through sharing / Relevant audience / Online presentation / Updated / Stored in the cloud A few minutes. © faberNovel 2013 ••• 94
  95. 95. LINKEDIN TRANSFORMS HOW COMPANIES PROMOTE THROUGH CONTENT. YESTERDAY Advertorial (Paid B2B newspaper placement attempting to look like an article) Multiple media outlets / Untargeted audience / Intrusive / No links / Text and images Fixed Cost Based: $4,000 for a one-page advertorial in the “Oil & Gas Inquirer” (Alberta B2B oil magazine) TOMORROW WITH LINKEDIN Sponsored updates (Targeted updates that appear in context in your feed) Large reach / One-click / Relevant to targeted audience Contextual / Linked to updated content / Rich content (videos, slideshows) Performance based: $0.75 CPM on LinkedIn Ads © faberNovel 2013 ••• 95
  96. 96. LINKEDIN TRANSFORMS HOW COMPANIES TRACK AND CAPTURE LEADS THROUGH CONTENT. YESTERDAY Paper forms, calls, and business cards (Paid newspaper placement attempting to look like an article) Follow-up cold calls / Collect business cards / Distribute and collect paper lead forms / Quality of lead information is low / Little tracking of who actually reads the paper Average call center fee is around $1/min. Calling 100 leads for 5 minutes each (to capture their info) would cost $500 TOMORROW WITH LINKEDIN Analytics and tracking (Targeted updates that appear in context in your feed) Tracks who viewed or downloaded the presentation / Metrics: time spent per slide, number of views / Additional lead info through online forms A basic SlideShare Pro account costs $19/month © faberNovel 2013 ••• 96
  97. 97. DID YOU KNOW THAT...? The Wall Street Journal is launching its own professional network News Corp-owned The Wall Street Journal will launch a professional platform, called WSJ Profile, with the objective of locking readers into the WSJ ecosystem. Two opposite dynamics: WSJ tries to enter into professional networks by building a social network on top of its content platform. However, WSJ lacks LinkedIn main strength: user accounts, which make LinkedIn so attractive to content publishers. Social network Source: The Next Web, Business Insider Content © faberNovel 2013 ••• 97
  98. 98. And we think LinkedIn won’t stop here.
  99. 99. LINKEDIN HAS BECOME AN ENTERPRISE SOFTWARE. Deriving most revenues from SaaS (Talent Solutions), which equips 16,400 companies… $972m Freemium Marketing $522m SaaS $244m 2010 2011 2012 LinkedIn total revenue breakdown by channel …LinkedIn is no longer “just” a professional network, it’s already a business tool. Source: LinkedIn Earnings Call Q4 2012 © faberNovel 2013 ••• 99
  100. 100. HEAVY INVESTMENTS SUPPORT ROCKET-SPEED BUSINESS GROWTH. We anticipate that we will retain all of our future earnings for use in the development of our business and for general corporate purposes. Sales and marketing costs $ Product development LinkedIn dollars Acquisitions Source: Zinnov Global R&D Management Study © faberNovel 2013 ••• 100
  101. 101. HEAVY SALES & MARKETING SPEND FUELS AGGRESSIVE GROWTH. SALES AND MARKETING COSTS 33% Of Net Revenue Sales and marketing staff are a major engine behind LinkedIn’s growth 1 CAGR 2008-2012 : 100% per year 2008 1 2009 2010 2011 2012 CAGR: Compound Annual Growth Rate Source: LinkedIn 10K © faberNovel 2013 ••• 101
  102. 102. AN IMPRESSIVE LEVEL OF R&D INVESTMENT. PRODUCT DEVELOPMENT 25% A STRATEGY OF EXTREMELY HEAVY INVESTMENT: 25%   15%   Of Net Revenue 12%   Engineers, product managers, and developers focus on continuous improvement to secure LinkedIn’s long-term growth 6%   LinkedIn   So+ware  &   Internet   Telecom   Computer  &   Equipment   R&D spend vs. industry averages (% net revenue) ACCELERATED WITH PROJECT INVERSION: FREEZING CODE DEVELOPMENT TO FASTEN FEATURE LAUNCH. In November 2011, LinkedIn launched Project InVersion to completely re-architect its code. It allowed LinkedIn to develop and launch countless features at a fast-paced rate. Today, LinkedIn updates three times a day, while rivals, such as Facebook and Google, typically update once a day or every few days. © faberNovel 2013 ••• 102
  103. 103. A SERIES OF STRATEGIC ACQUISITIONS. COMPANY DESCRIPTION DEAL VALUE May 2013 CONTENT-BASED PROFESSIONAL PLATFORM DATE Social polling startup Undisclosed Apr 2013 News aggregator and reader (mobile & web app) $90m May 2012 Presentation-sharing platform. $119m Feb 2012 Gmail plugin that displays correspondent’s social network details $15m Oct 2011 Search technology Undisclosed Oct 2011 Unifies and manages user’s contacts on email, social networks, calendar and phone Undisclosed Jan 2011 Scans business cards and converts into contacts Undisclosed Sept 2010 Ratings and reviews of B2B service providers in the US $5m Aug 2010 personalization engine Undisclosed PROFESSIONAL NETWORK © faberNovel 2013 ••• 103
  104. 104. CONTINUOUS IMPROVEMENT OF THE PLATFORM. 1 2 3 4 5 6 Evolution of LinkedIn homepage Source: LinkedIn 10K © faberNovel 2013 ••• 104
  105. 105. FAST & FURIOUS INTRODUCTION OF NEW FEATURES. LinkedIn Today – March 2011 Endorsements – Sept. 2012 Influencers – Oct 2012* Tablet app – April 2012 New Mobile app – April 2013 *LinkedIn interfaces and features can slightly vary on smartphone, tablet and mobile versions © faberNovel 2013 ••• 105
  106. 106. WHAT’S NEXT ? Connect the world’s professionals to make them more productive and successful. © faberNovel 2013 ••• 106
  107. 107. LINKEDIN HAS A BOLD VISION. Our ultimate dream is to develop the world's first economic graph. In other words, we want to digitally map the global economy, identifying the connections between people, jobs, skills, companies, and professional knowledge -- and spot in real time the trends pointing to economic opportunities. Jeff Weiner CEO of LinkedIn © faberNovel 2013 ••• 107
  108. 108. THE NEW ECONOMY: FROM HIERARCHIES TO NETWORKS. PYRAMID GRAPH ASSETS TOP-DOWN COMMUNICATION CORPORATIONS STATIC MARKETS WORKFORCE VS. INFORMATION SOCIAL INTERACTIONS ECOSYSTEMS FAST MOVING ENVIRONMENTS TALENTS © faberNovel 2013 ••• 108
  109. 109. LINKEDIN’S PROFESSIONAL GRAPH CAN MAP PROFESSIONAL INTERACTIONS. PROFESSIONAL GRAPH Today, LinkedIn’s graph is based on social interactions between professionals. LOGISTICS SUPPLIES CONSULTANTS COMPANY CLIENTS VENDORS AGENCIES DESIGNERS © faberNovel 2013 ••• 109
  110. 110. TOMORROW, IT WILL MAP TRANSACTIONS AND CREATE A “BUSINESS GRAPH”. BUSINESS GRAPH Tomorrow, LinkedIn could allow transactional interactions and augment the graph. SUPPLIES LOGISTICS CONSULTANTS COMPANY CLIENTS VENDORS AGENCIES DESIGNERS © faberNovel 2013 ••• 110
  111. 111. IT COULD GO WRONG. SECURITY CHALLENGE MEMBERS DILEMMA LinkedIn has had a major security issue - it lost track of 6.5 million member passwords in June 2012. As LinkedIn controls more and more professional data, security will increasingly become a challenge. LinkedIn wants more people to become members…but not all of them! LinkedIn focuses on decision makers and knowledge workers. At some point, LinkedIn could encounter a “member quality” issue and attract undesired members. As an example, LinkedIn recently saw a rise in “escort services experts.” CONFIDENTIALITY CONCERNS LinkedIn is a powerful tool for HR to monitor their employees. LinkedIn will have to ensure that members privacy is respected and avoid a “Big Brother” effect which might drive users away from the platform © faberNovel 2013 ••• 111
  112. 112. BUT MOST LIKELY, LINKEDIN IS IN A GOOD POSITION TO BE THE MARKETPLACE FOR BUSINESSES... © faberNovel 2013 ••• 112
  113. 113. OR TO CREATE THE GRAPH-BASED APP MARKET. © faberNovel 2013 ••• 113
  114. 114. WITH ALL THIS DATA, LINKEDIN WILL BE ABLE TO DRAW A GLOBAL ECONOMIC GRAPH… 3.3bn Global workforce* IN THE FUTURE, LINKEDIN WILL CONTROL A MASSIVE AMOUNT OF DATA ABOUT JOBS, SKILLS, MOVES, COMPANY INSIGHTS, AND TRANSACTIONS. With this data, and the potential of its algorithms, LinkedIn could: •  Identify and map every economic opportunity on the planet along with associated skills •  Aggregate this data to show skill concentrations and skill gaps by region or industry •  Show what skills are relevant to a specific area •  Sell this valuable macroeconomic data to governments, universities, large companies… *people who work or who are available for work © faberNovel 2013 ••• 114
  115. 115. …AND PROVIDE MACRO-ECONOMIC ANALYTICS. © faberNovel 2013 ••• 115
  116. 116. EMPOWERING BUSINESSES FOR THE NEW ECONOMY. BY TRANSFORMING "NETWORKING" IN A BUSINESS ASSET, PUTTING TALENTS IN THE CENTER, LINKEDIN WILL BECOME THE NEW ECONOMY’S ULTIMATE BUSINESS PLATFORM. EXPERTS TALENTS AMBASSADORS PARTNERS VISIBILITY INSIGHTS TOOLS © faberNovel 2013 ••• 116
  117. 117. RECRUITMENT ENGINE CRASH TEST: CAN I BUILD A BUSINESS WITH LINKEDIN ? ••• $ t BIZ DEV ENGINE CONTENT ENGINE
  118. 118. MEET Paul is a 32 year-old software engineer who has developed an innovative technology that connects cars to the Cloud and which could thrive as the whole industry is being reshaped. He wants to invest money and time focusing on developing his core product and looks for the cheapest and quickest way to develop his business (find investors, partners, and customers), minimizing costs and maximizing impact. Let’s see how he uses LinkedIn tools to build his company. © faberNovel 2013 ••• 118
  119. 119. 1 1 START MY BUSINESS USING LINKEDIN BUILD A BUSINESS PLAN « Get insights into the market, technologies, and people in this industry » 2 FIND A CEO « I want to find the right person to partner with » 3 FIND CONTENT, NEWS AND INSIGHTS FROM PROFESSIONALS •  Advanced Search •  Connect to people •  Ask for an introduction GET IN TOUCH WITH YOUR SOULMATE •  Use the Advanced Search tool to find people with the right experience •  Get introductions from mutual contacts « Find people to support and help my business » GET INTRODUCED TO THOSE WHO HAVE CASH THROW A DEMO PARTY ONE-CLICK PR FIND INVESTORS 4 « Get feedback on my MVP » FREE •  Use the Advanced Search tool to identify VCs •  Get introductions from mutual contacts •  Get a premium account to reach +3 contacts •  Join related groups •  Use the broadcast tool •  Send an announcement © faberNovel 2013 ••• 119
  120. 120. 2 5 GROW MY BUSINESS USING LINKEDIN FIND THE FIRST B2B CLIENT « I’d like to reach potential clients or partners in large organizations » 6 EVANGELIZE ABOUT THE PRODUCT « I want all CTOs in the car industry to learn about my product » 7 BE IDENTIFIED AS AN EXPERT « I want to build authority and get visibility on that topic » PREMIUM GIVE MORE THAN A COLD CALL •  •  •  •  •  •  SlideShare Follow Influencers Follow Groups Review LinkedIn Today Find contacts in the same industry Post a LinkedIn Poll REACH THE RELEVANT AUDIENCE •  Start a company page and a products & services page •  Add offers to people who recommend the company page •  Get the product endorsed by members •  Use targeted display ads •  Post in related groups •  Post sponsored updates MAKE YOUR EXPERTISE GO VIRAL •  Post a white paper on SlideShare •  Create and manage a professional group •  Enrich your own LinkedIn profile •  Request recommendations © faberNovel 2013 ••• 120
  121. 121. 3 8 SCALE MY BUSINESS USING LINKEDIN ACCELERATE BIZ DEV « I want to make sure we don’t miss potential customers » 9 SCALE RECRUITMENT « I want to equip my HR department with easy and cost-effective tools to grow the team » 10 FIND PRODUCTIVITY TOOLS « I’d like to get the best tools available for accounting and biz dev » PRO MAKE LEAD GENERATION LEANER •  Subscribe to a Sales Navigator account •  Get a SlideShare Pro account and collect lead information FIND THE BEST COWORKERS •  •  •  •  GET THE COMMUNITY TO HELP YOU CHOOSE •  Review product pages •  Review product endorsement by members Subscription to Talent Solutions Post “jobs” for target audience Enrich the career page Use the referral engine © faberNovel 2013 ••• 121
  122. 122. 4 IN 5 YEARS, EMPOWERED BY THE GRAPH 11 FIND A CONSULTANT « I want to find the best marketing expert to help us develop a new range of products. » 12 POST A RFP « I’d like to brief mobile agencies for the development of a mobile app. » 13 OPTIMIZE SUPPORT COSTS « I need to equip my teams with the most accurate business tools, relevant to each need. » BROWSE REVIEWED AND ENDORSED CONSULTANTS LinkedIn Marketplace of Experts •  Select target skills •  Browse review and ratings from past clients •  Get in touch via LinkedIn ONE-CLICK REQUEST FOR PROPOSAL. LinkedIn Marketplace of Briefs •  Post a brief, request tasks and skills •  Target audience •  Receive, review and assess proposals via LinkedIn GET I.T. ON DEMAND. LinkedIn Productivity AppStore •  Subscribe to LinkedIn Appstore as a company. •  Get access for your teams •  Let each coworker select the desired tool for the time needed. 14 EXPAND BUSINESS « My strategy is to get established in new markets around the globe.» DETECT REALTIME GROWTH OPPORTUNITIES LinkedIn Global Analytics •  Detect high-demand + skilled talents + low competition areas. © faberNovel 2013 ••• 122
  123. 123. A COMPANY YOU MAY BE INTERESTED IN. WORK WITH US. http://www.linkedin.com/company/fabernovel © faberNovel 2013 ••• 123
  124. 124. WE ARE FABERNOVEL. WE HELP LARGE ORGANIZATIONS THINK AND ACT LIKE STARTUPS. Who we are  Our offices What we do! We are a global interdisciplinary team of 70 business, technology and design experts working together with our clients to make things happen with the speed and boldness of entrepreneurs. From our offices in San Francisco, New York, Paris and Moscow we work with clients everywhere in the world to help them define and develop new opportunities. We design, implement and deploy product or services to create new business models and develop new streams of revenue and profit. We combine customer insights, strategy, design, marketing and technology services to create a journey from concept to impact. @faberNovel www.facebook.com/faberNovel www.fabernovel.com © faberNovel 2013 ••• 124
  125. 125. PEOPLE YOU MAY BE INTERESTED IN : SEND US A MESSAGE. © faberNovel 2013 ••• 125
  126. 126. THANK YOU. To the fabernovel team DESIGN Benoît Talabot Partner & Art Director Jules Mahé Junior Art Director Claire Arnaud Junior Art Director And also… Cyril Bladier Digital Strategist and LinkedIn Expert. Cassandra Ribotti Graphic Designer TechCrunch, Frenchweb, Mashable, LinkedIn, Forbes, ERE.net, Business Insider, Gartner, Bersin & Associates, Quora, Yahoo. COMMUNICATION Amélie Pauvert Communication manager INTERNATIONAL Guillaume Charny-Brunet VP Biz Dev in NYC Tiago Forte Project Analyst in SF Courtney Mills Junior Project Analyst © faberNovel 2013 ••• 126
  127. 127. OUR WORK. ••• mazon.com THE HIDDEN EMPIRE Three digital engines to reshape and dominate retail Facebook, The Perfect Startup.  Amazon, The Hidden Empire. And more.! 6 reasons why APIs are reshaping your business.  Expanding to Russia with Love. © faberNovel 2013 ••• 127

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